Negotiation Skills Training Seminars

Our public Negotiation Seminars and in house Negotiations Seminars are enlightening, educational, measurable and fun. Negotiation training seminars can be scheduled at your offices or through our open enrollment seminars. We do offer negotiation skills training seminars to the general public.

Contact us today to discuss your specific Negotiation training needs or to sign up for one of our public negotiation seminars. 

Participants in the Win- Win Negotiations seminar will learn to:

• Develop an effective plan and strategy for any negotiation
  
• Know when and when not to negotiate
  
• Negotiate face-to-face, on the phone, and through e-mail
  
• Learn to become a more persuasive negotiator
  
• Develop a common negotiating language with the other parties
  
• Use negotiation techniques that pull information from the other parties
  
• Read client and employee behaviors styles to maximize closure
  
• Recognize interests and issues and avoid unnecessary positions
  
• Neutralize manipulative negotiation tactics
  
• Minimize negotiation conflicts and deadlocks both internally and externally
  
• Coordinate negotiations within client organization
  
• Meet business objectives by focusing on planning rather than on tactics

Do we pass any single day without negotiating for something or the other, with someone or the other? No. Everyday we parley and bargain for things, big and small. Similarly, negotiating deals is almost an everyday affair for entrepreneurs too. The art of deal negotiating is a very old one and can be equally lucrative, if done properly. Contrary to common belief, far more is negotiable than entrepreneurs think; they just have to know how to do it and how not to. Mostly the ploy of the representative lawyers is to say that the deal presented is final, and to take it or leave it. However, this even after this it is possible to continue negotiating a deal further to suit one's needs and demands.

Roger Fisher and William Ury in their book Getting to Yes define negotiating as a "back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed." It is but natural that in negotiating a deal, both parties would want to forward certain self-interests without compromising too much. Negotiating deals is not a process of quibbling over what each party wants or one where either side is a runaway winner. One cannot stubbornly stick to his ground without giving any breathing space to other players. Most likely such a deal will not come through, apart from the fact that it will be an unfair one even if it does.

Successfully negotiating a deal doesn’t happen unless both parties leave the table satisfied and believe that they have made the best of deal. In this, neither party wins or loses. Such deals are definitely possible to negotiate. Fisher and Ury focus on a method known as 'principled negotiation', a method developed at the Harvard Negotiation Project. 'Principled negotiation' asserts that the purpose of negotiations is "to decide issues on their merits rather than through a haggling process focused on what each side says it will and won't do. It suggests that you look for mutual gains wherever possible, and that where your interests conflict, you should insist that the result be based on some fair standards independent of the will of either side."

To this effect, the following points should be kept in mind while negotiating deals:

1. The people are separate from the problem.

2. Focus should be on interests, not positions.

3. Generating a variety of possibilities and options before deciding what to do is a good idea.

4. The result of negotiation should be based on some objective standard.

The idea is that neither side should be pushed on the defensive; both party would want to work with each other. During negotiations each side is sizing up the other. They will evaluate negotiating skills, intelligence and maturity demonstrated by each other. If the entrepreneur somehow gives an impression that shakes the confidence or trust of the investors, they will withdraw from the deal. Similarly, if the investors show arrogance, rigidity in seeing the entrepreneurs' needs and points of view and deals with them in a high-handed manner, the entrepreneur will do well to opt out of the deal. The point is that if each side treats the other in which they would want to be treated, most likely each will be successful.

Source: http://EzineArticles.com/?expert=Shilpi_Ganguly

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